Negotiate Smartly

Once you’ve found a supplier you like, the next step is to agree on terms. For new entrepreneurs, this is where nerves kick in. But remember: negotiation isn’t about “beating down” the supplier. It’s about finding a fair arrangement that works for both sides. A good supplier relationship should feel like a partnership, not a wrestling match.

Here are a few principles to guide you:

• Know your numbers. If you’ve already checked margins, you know what you can afford. Walk into the conversation with those figures clear.
• Ask for clarity, not just price. Confirm shipping costs, packaging details, lead times, and minimum order quantities (MOQs). Surprises later are much more expensive than asking upfront.
• Start small, negotiate later. Don’t ask for big discounts on your first order. Prove yourself as a good client with consistent reorders, then you’ll have leverage to negotiate better terms.
• Be polite but firm. Suppliers are more likely to give concessions to people they trust and enjoy working with. Push too hard early, and you may get cut corners on quality.